Regional Account Manager (Cyber Security) (JHB)

Datafin IT Recruitment; Johannesburg; On-site; ZAR 800 000 - 1 200 000; Full time

Job summary

A leading cybersecurity firm in Johannesburg seeks a Regional Account Manager to build new client relationships and drive sales in the assigned territory. The ideal candidate will have at least 6 years of sales experience, preferably within the security industry, and a strong proficiency in Salesforce. Responsibilities include developing market strategies, increasing market share, and consulting clients on cybersecurity initiatives. A growth-oriented mindset and excellent relationship-building skills are essential.

Qualifications

• Minimum 6 years of relevant Sales experience, preferably in the Security industry.
• Proven experience in Account Management within the commercial sector.
• Familiarity with Cybersecurity technologies and regulations.

Responsibilities

• Identify and target prospects to drive adoption of technologies.
• Increase market share and develop market strategies.
• Consult customers on Cybersecurity initiatives.

Skills

Salesforce proficiency

Sales experience

Cybersecurity knowledge

Account Management skills

Networking ability

Job description

ENVIRONMENT

PROACTIVELY build new clients and grow assigned territories as the next Regional Account Manager wanted by a global leader in Cybersecurity for its Joburg division. This will be achieved by working closely with the Technical, Channel Partner and Marketing team to formulate selling strategies and campaigns - to build trusted relationships with customers and their senior representatives. You will be accountable for achieving and overachieving your sales target to contribute to the sales performance of your region. You will also serve as the Trusted Advisor as you articulate and promote the company’s value proposition and services to customers. The successful incumbent will require Salesforce proficiency, 6 years’ suitable Sales work experience - preferably a few years in the Security industry with Sales & Security-related Certifications. Any Account Management Certifications such as SPIN or TAS and knowledge of Security frameworks including Zero Trust, SASE, UEBA, XDR & platforms SIEM and SOAR will prove hugely beneficial.

DUTIES

Primary Responsibilities

• Identify and proactively target prospects and existing clients to drive the adoption of key technologies and services.
• Increase market share in the defined territory objectives of accounts and develop market strategies for each product and service.
• Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
• Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams.
• Attain revenues goals per quarter allocation in line with BU goals.
• Develop relationships with the ecosystem of alliances or technology partners (AWS/ Microsoft/ VMware/ Google).
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.
• Communicate relevant information to stakeholders to facilitate decision making.
• Build and maintain client contacts and relationships by understanding client’s business and requirements.
• Consult customers on Cybersecurity initiatives and drive constant engagement from demos till post implementation support.
• Lead and support any client meetings/calls.
• Hold and participate in the account review meetings to discuss claims, customer experience, service performance and client feedback as well as possible future opportunities for CVP.
• Sell value to CIO, and complex multiple customer scenario showcasing technical and sales expertise.

REQUIREMENTS

• Minimum 6 years of relevant Sales experience and preferably few years in Security industry.
• Proven Account Management experience in the commercial sector.
• Exposure to both End Customer Environments and Channels.
• Sales Based Certifications.
• Security Certification.
• Knowledge of competition, new Cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IoT, industry, etc.), country regulations that affect target markets.

Advantageous

• Account Management Certification such as SPIN or TAS would be highly regarded.
• Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR.

ATTRIBUTES

• Must have growth-oriented mindset and experience of working in the collaborative environment
• Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all levels.
• Ability to network, create and build strong relationships senior executive relationships.
• Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language.